The Audible-Ready Sales Podcast

In the quest to hit the number, sellers can find themselves challenged with knowing when to walk away from a deal. Save this episode as a reminder when you need it. John Kaplan joins us to detail how to ensure you’re spending your time on the right opportunities for your business and your buyer’s business.Here are some additional resources:How to Reignite Stalled DealsWhy Your Deals Are Taking Too LongFinding the Business Pain Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

There’s not a salesperson out there who doesn’t want more wins and bigger deals. The most elite salespeople are strategic about how they align their solution’s differentiation to their buyer’s needs and as a result, they’re able to win more, high-value accounts. John Kaplan shares, where most reps are challenged when it comes to differentiating their solutions and the skills these reps can focus on to significantly improve their bottom line. Here are some additional resources:Stacking Customer Requirements in Your Favor Helping Buyers Reach Their Own Conclusions The Missing Link Between Your Differentiation and Your Buyers  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

The idea of persuasion can give salespeople a bad rap. Instead, flip the script. The best sellers don’t persuade customers, they let customers persuade themselves. John Kaplan joins us to detail how you can get your buyer to come to their own conclusions in a way that steers the opportunity in your favor.Here are some additional resources:Improve Your Active Listening SkillsHelping Buyers Reach Their Own ConclusionsGetting Comfortable with Uncomfortable ConversationsCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Whether you’re making a career change or just joining the sales game, save this episode. Good selling is good selling, no matter your experience or age. John Kaplan joins us to share best practices for green reps who sell to people with more experience. He shares lessons he wishes he learned earlier in his sales career.Here are some additional resources:Selling to More Experienced ProfessionalsOvercoming the Seller Deficit DisorderGetting Comfortable with Uncomfortable ConversationsCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Much like progressing a deal, as you progress in your sales career, being able to position your sales skills in those interviews can help you differentiate yourself, and win the role. John Kaplan explains how to position yourself as a buyer-focused salesperson and what to look for in the company that you’re interviewing for to ensure you can be successful. After the conversation, leave us a comment on LinkedIn. Share with us, “What was that one thing that made you qualify out a company you were interviewing for?”Here are some additional resources:How to Use Your Sales Skills in Your Next Job InterviewHow to Ensure You're Selling For A Great CompanyCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management is launching a new podcast. Revenue Builders is hosted by John McMahon and John Kaplan. They’ll interview C-suite leaders, PE/VC leaders and executives who’ve been there, done that and delivered results. It’s coming to you every Thursday and today we’re giving you a sneak peek of what to expect. Subscribe here: https://www.forcemanagement.com/revenue-builders-podcast Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

If you want to be a great manager, it takes a different skillset than what it takes to be a great seller. After all, being a great player of the game doesn’t guarantee you’ll be a great coach. Our own Patrick McLoughlin is passionate about building valuable sales coaches. His “Manager Tip of the Day'' gets a lot of attention on LinkedIn so we decided to have him share his most popular tips for sales managers in this podcast.Here are some additional resources:Leadership Insights to Share With Your Front-line ManagersCoaching Your Teams [Podcast]Meet the Facilitator: Patrick McLoughlinConnect with Patrick McLoughlin on LinkedIn Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Becoming elite as a sales organization demands a culture of accountability. A great sales planning process combined with a voracious qualification process builds an ecosystem of accountability across large-scale sales organizations. John Kaplan shares what these companies implement to foster a culture of accountability, detailing key steps for leaders and reps to take.Here are some additional resources:- Set A Results-Driven Sales Planning Mindset- Develop a Sales Franchise Mindset- How to Improve Qualification in Your Sales Organization Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Being able to execute memorable and impactful presentations is an often-overlooked sales skill. John Kaplan shares the key steps you can take to prepare and execute a buyer-focused presentation, even when you’re talking about yourself. Here are some additional resources:Purpose Process Payoff Align with the Buying Process: The Power of the Mantra Prepare and Practice to Confidently Execute Sales Calls Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

The last two years have exposed some flaws in salespeople’s approach to customer meetings. If you want to be successful, you can’t go back to the way you secured or conducted on-premise meetings before the pandemic. Tim Caito shares the overlooked reasons customers prefer virtual meetings (besides convenience) and how to differentiate your approach to ensure you land and execute impactful meetings with customers. He shares three ways to prepare for and secure valuable meetings.Here are the Essential Questions we mention in the episode:What problems do you solve?How do you solve those problems?How do you solve them differently or better than the competition?Where have you done it before, what’s your proof? Here are some additional resources:The Seller Deficit DisorderPurpose Process PayoffFour Questions Every Sales Organization Needs to Answer Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.